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P r o v i d i n gt h e p l a t f o r m & s u p p o r t t o
MAXIMIZE your business’ potential
Producer Guide
GPAgency (GPA) is an independently owned and operated full-service brokerage firm, specializing in insurance/financial services and retirement planning.
Headquartered in Raleigh, North Carolina, GPA has been collaborating with financial service professionals locally and throughout the country since 1968. We celebrated our 50th anniversary in 2018 and are strategically poised for the new decade.
Beginning as a regional office for Transamerica, today GPA is a national top-tier brokerage firm and premier partner with more than 50 of the nation’s top insurance carriers.
We work hard each and every day to maintain our legacy of providing exceptional service to the insurance agents we serve. Our ability to stay relevant can be attributed to our experienced staff, our strategic alliances with the industry’s best, and our willingness to think outside the box and employ tools that will improve your experience.
Like you, we are passionate about what we do because we have seen the impact insurance can have on individuals and families. For this reason, we
are committed to staying abreast of the industry from consumer trends, new carriers and products, evolving technology, regulatory changes and so on. Most importantly, we are committed to you because we know thevalue you deliver to your clients is immeasurable.
ABOUT US
2
7000 Six Forks Rd, Raleigh, NC 27615
Time-Tested
Agents have been relying our trusted advice and service since 1968.
Full-Service Approach
Our broad range of complimentary services can be utilized a la carte based on your
needs, from newcomer to seasoned professional. Regardless, we’ll help you reduce
your overhead expenses and administrative burden.
Experienced Staff
We expertly deliver product training/education, consulting services, premier
sales/marketing support, illustration/case design, case processing from application
to policy issue, claims assistance, and ongoing support.
Breadth of Carriers
We offer convenient access to a quality portfolio of top-rated carriers.
Depth of Products
We are verse at using our portfolio of life, disability income, long-term care coverage,
and fixed annuity products for a variety of purposes: life protection, retirement income,
worksite benefits, business-owner risk, alternative risk transfers (e.g. captive insurance), etc.
Web-Based Tools & Resources
Available to you 24/7, quoting tools, e-applications, case status, carrier forms, annuity rates,
industry news, and a repository of valuable resources: www.gpagency.com.
Competitive Commissions
We save the best for last… besides a partner that will go the extra mile with personalized
service and valued resources, you can expect above street-level commissions!
WHY GPA?
3
OUR PRODUCT PORTFOLIO
LIFE INSURANCE
An extensive life insurance portfolio, with over 50 carriers.
- Estate Planning
- Business Planning
- Worksite/Group
- Impaired
LONG-TERM CARE INSURANCE
Help clients secure needed care and protect their assets.
- Standard
- Hybrid
DISABILITY INSURANCE INCOME
An injury or illness can be financially devastating;
DI provides income protection.
- Individual
- Business
FIXED ANNUITIES
In this volatile economy, fixed
annuities offer stable growth
and tax-deferred retirement income!
- Fixed Indexed
- Single Premium
- Multi-Year Guaranteed
- Immediate
- Traditional
- Deferred Income
4
OUR TOP CARRIERS
5
Long-Term Care
LTC Hybrid (Linked Life/LTC)
Annuity
Life Disability
Group Disability
Product options from birth to age 90
Alternatives to Ful l
Underwrit ing for L ife
6
Non-Med Underwriting
The potential of no medical requirements. Multiple
underwriting classes are typically available; however,
issue age and face amount limits are generally lower.
▪ AIG▪ American National▪ Pacific Life▪ Securian▪ Transamerica
Simplified Issue
The potential of no medical requirements. Somewhat
more expensive than accelerated underwriting or non-
med underwriting. Carriers usually offer non-tobacco or
tobacco underwriting classes only, and the underwriting
decision is likely to be accept or decline.
▪ AIG▪ Ameritas▪ Assurity▪ Boston Mutual
Guaranteed Issue (Individual Life)
No medical exam, labs or health questions.
▪ AIG (precontracting required): $5-$25K (ages 50-80) ▪ Gerber Life : $5K-$25K (ages 50-80)▪ Sons of Norway: $5K - $25K (birth to 85)
Accelerated UnderwritingThe potential of no medical requirements. Programs may be limited to healthier clients and require ratings of Preferred or better. Applications will kick to traditional underwriting if disqualified for accelerated underwriting.
▪ Allianz▪ Ameritas▪ Assurity▪ Equitable▪ Global Atlantic▪ Illinois Mutual▪ John Hancock ▪ Legal & General (Banner/William Penn)▪ Lincoln Life▪ Mutual of Omaha▪ National Life▪ Nationwide▪ North American Company▪ Penn Mutual▪ Principal▪ Protective Life▪ Prudential Financial▪ Sagicor▪ Securian (Minnesota Life)▪ Symetra
Level of Underwriting Complexity
SimplifiedIssue
Highest Price
Lowest Price
Accelerated UW
Full UW
GuaranteedIssue
Non-Med UW
QUICK GO-TO’S FOR
KNOWN RISKS
7
Yeah, we may be able to place Uncle
Frank’s case.
Risk Suggested Carriers30-& 40-year term life L&G, Protective
Arthritis (rheumatoid) Lincoln, Prudential
Asthma Prudential
Autism Boston Mutual
Aviation/Pilots American General, John Hancock, Lincoln, Ohio National, Prudential, Protective
Build Protective, Prudential, TransAmerica (age 45+)
Cancer (or family history) Lincoln
Cardiac Prudential
Chewing Tobacco (non-smoker) Cincinnati
Cholesterol Principal, Transamerica
COPD Transamerica
Depression Prudential
Diabetes American General, AXA, John Hancock, Prudential, Transamerica
DUI/DWI AXA (3 years or longer), Lincoln, Prudential
E-cigs/ Tobacco Vaping No carrier
Felony Crimes Prudential, Transamerica
Foreign National AXA, Prudential, Transamerica
High Blood Pressure Transamerica
HIV+ Allianz, American National, John Hancock, Prudential, Banner
Liver Functions Prudential
Military Service Prudential
Marijuana Lincoln, MassMutual, Prudential, Banner
Nicotine Gum Lincoln, Prudential
Scuba Divers Prudential, Protective (exclusion)
Sleep Apnea America General, Prudential, Pacific Life
Substance Abuse Prudential (alcohol and marijuana)
No UW Children Rider Banner, Principal
401(k) plans (1-25 EEs) American National (they’re the TPA)
I HAVE A PROSPECT.
WHAT’S NEXT?
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Discuss your prospect’s objectives – who and what do they want to protect and for how long?
➢ Protect their loved ones or their business interests with life insurance?➢ Protect their paycheck with disability income protection?➢ Protect their savings from long-term care expenses?➢ Protect their retirement savings with guaranteed, lifetime income
with an annuity?
Use one of these forms to collect basic information on your prospect so you/we can begin to explore options for your prospect.
2-page form + notes page + HIPPA Authorization, which gives you permission to collect personal medical information.
1 page – quick collection form; good for a brief phone call with prospect
Determine what products might be a good fit.
Need help? Consult with your GPA brokerage manager.
Where to find these forms? Go to our website,
log into our Producer Portal, go to Forms > GPA Resources.
Call Our Quote Desk: (800) 283-8376 or (919) 834-7937
Quote through our website: GPAgency.com> Producer Login> Quotes
LIFE▪ LifePipe: FAST quotes for Term/UL with option to submit directly to carrier via e-app. ▪ VitalQuote Comparisons: Term & UL comparison and quoting system ▪ WinFlex Illustrations: Compliant illustrations for Term & UL quotes▪ Informal Quote Request: Complete Preliminary Inquiry form, email to [email protected],
and we’ll shop your case.Note: Not all of our carriers subscribe to the above quote apps.
DISABILITY Complete online quote request — we’ll shop.
LONG-TERM CARE▪ StrateCision: Receive instant quotes and view the competition’s rates.▪ Complete online quote request — we’ll shop.
ANNUITIES▪ Nettrac Fixed Annuity Comparison: Options, company ratings▪ Annuity Rate Watch: Options, company ratings, SPIA & Rider quotes▪ Annuity Grids: Our current rate grids▪ Complete online quote request — we’ll shop.
NEED A QUOTE!
9
Helpful Data
Collection Tools
(on our website)
> Pre-App Form
(fillable)
> Pre-App Form
with HIPAA Form
(fillable)
>Prescreening
Guide for Life
Insurance
(fillable)
Note: You need to
download the form for
the fillable fields to
activate.
Running a quote, but not sure of the client’s health class? For general impairments, you can get a good assessment using a couple of XRAE-based tools on our website.
XRAE ToolsClick on LifePipe Quick Quote: Click Run a Quote. Once on the form, go to Underwriting Information/ Enter Health Profile. You’ll get a list of prospective carriers and their preliminary health class rating.
OR,
Click on WinFlex Illustrations: Click Run a Quote > Click Start a New Case > Click Get Underwriting on bottom left of window, and fill out the form. You will get a list of carriers and their health class ratings as well as their underwriting guidelines.
If your client has a rare condition or numerous impairments, call us for assistance. Our sales team not only has full XRAE capabilities, but direct access to our carriers’ underwriting departments.
Assess ing Health Class
10
What is XRAE?
We also have full XRAE capabilities. XRAE is a software program that evaluates over 100,000 specific underwriting rules based on over 600 potential questions in less than a second to determine the “best case” underwriting classification at each XRAE Partner Carrier.
PREPARING THE APP
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Step 1Client Interview
Interview the client to assess the rating for the illustration:
▪ Is the client in good health?▪ What are some of their health issues?▪ Does the client take medication?▪ Good family health history – cancer/early death?▪ Smoker?▪ Height/weight?
Step 2 Obtain
Quote/Illustration
Obtain a quote/illustration by contacting GPAgency Sales
or go to www.GPAgency.com/Quotes
Step 3Acquire Carrier
Application
Obtain the specific application (paper form, iGO/eApp or Drop Ticket)
at www.GPAgency.com or contact us and we will provide one.
If the applicant is NOT a resident of the agent’s appointed state this will affect
the application materials needed. It will be important to determine if you live
in a “resident rule” state.
Step 4Complete the
Application
▪ READ AND COMPLETE ALL QUESTIONS – this will save some time in the future.
Contact us if you have questions.
▪ Agent’s Report – please identify yourself on the application.
▪ If you submit a premium payment for temporary insurance coverage,
you MUST fill out a “Temporary Insurance Agreement.”
▪ Premium payments should be made by personal check, as some carriers
do not accept cashier’s and bank checks. Important: If not drawn on the
applicant’s account, please provide an explanation to comply with AML.
▪ The Application, Temporary Insurance Agreement (if applicable),
and check MUST ALL HAVE THE SAME DATE!
▪ Pay attention to replacement questions (i.e., existing coverage)
and include necessary replacement and transfer paperwork.
Step 5Submit the
Application
to GPAgency
Some carriers require original documents, while others do not.
Contact your brokerage manager for instructions.
Attn: New Business
P.O. Box 20729
Raleigh, NC 27609
You can also:
- Email: [email protected]
- Fax: 877-821-7191
APPLICATION PROCESSI m p o r t a n t N o t e s
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COVER LETTERWe want to remind you of the importance of attaching a cover letter with your new application.
Underwriters do read them (mandatory on face amounts $1,000,000+). Providing a detailed overview can
accelerate the underwriting process by eliminating many of the Why’s that come up along the way. Your
cover letter should provide a full and balanced overview of the case and include the following:
√ Who are your clients? Include key personal and business facts and an explanation of any unique
situations. For example, your young well-educated client is between jobs because he or she is caring for
an ailing parent and has ample savings. It explains their current employment situation and likelihood of
returning to full employment.
√ What are the goals of the case? Client’s expectations (i.e. build cash value, final expenses), premium
tolerance, other insurance activity: in-force coverage, recent applications, competing applications, life
settlement, replacement or exchange.
√ How did the sale evolve? For example, how was the face amount determined, did other professionals
provide guidance (attorney, accountant, financial advisor, business partner, etc.), did insurance needs
change (if so, why), how did the named owner, payor, and beneficiary contribute to the sale?
For more sophisticated cases, your brokerage manager can assist with the technical aspects
of your cover letter to help accelerate the underwriting process.
PHYSICIAN AUTHORIZATION FORMSIf a client has any of the following providers, an authorization form is required (this will be mailed to the
client from the medical center they attend).
Please work with the client to make sure this is completed in a timely manner. Have the client call his/her
doctor to help expedite the release of his/her records. Psychiatrists may take two months or longer to
release records, so anything we can do to move the process along will help.
CHECKING CASE STATUS ON WEBSITE▪ Register on our website to access our Producer Portal via our Producer Login: www.gpagency.com.
▪ Once logged in, click on Case Status and then click on the Case Status button.
▪ A list of your current pending cases and those closed in the past two weeks are displayed.
▪ Click on the case number for status details.
▪ You may send a message to the case manager by clicking on “New Message to Case Manager.”
Cape Fear Valley Health System Duke University Medical Center The Mayo Clinic
Raleigh Adult Medicine Rex Healthcare SHANDS
UNC Hospital WakeMed Western WakeMed
S I TUATIONS THAT
WARRANT ADDIT IONAL
FORMS
13
When completing insurance forms with clients, here are some important questions to ask:
Do they have any special circumstances?
⧠Do they participate in any hazardous activities (flying, SCUBA diving, etc.)?
If so, additional forms will be required.
⧠Do they use drugs (i.e. marijuana) or drink alcohol?
If so, a Drug & Alcohol Questionnaire may be necessary.
⧠Are they in the military? If so, an additional form will be required.
⧠Do they plan to travel outside the U.S. within the next 1-3 years?
If so, a Foreign Travel Questionnaire will be needed.
⧠ Have they ever been convicted of a DUI or a felony? If so, full disclosure
will be required and additional forms may be needed.
Are they applying for a Disability Income Rider?
⧠ If so, an additional form will be required.
NOTE: This is NOT the same as a Disability Waiver of Premium!
Are they applying for a Child Rider?
⧠ If so, a Child Rider Supplement and/or Non-Medical Part II form(s) will be required.
Is the face amount $1,000,001 or greater?
⧠ If so, they will need a Financial Questionnaire.
Are they a U.S. citizen?
⧠ If not, a Resident Alien Supplemental Form will be required as well as a copy
of client’s Green Card, Visa, etc.
Is this a replacement of an existing life insurance policy or an annuity transfer?
⧠ If so, a Replacement Form and transfer paperwork will be required.
CHECKLIST TO SPEED UP
YOUR APPLICATIONS
14
❑ Cover letters are extremely helpful in underwriting a case and are mandatory on face amounts $1,000,000+. Need Help? Go to the New Business section of our website and click on Underwriting Guides – we have several resources to assist.
❑ Provide medical information up front to avoid waiting on medical records later. If your client answers “Yes” to any of the medical questions, they must provide a full description: diagnosis, date of diagnosis, attending physician, treatment such as surgery, medication, therapy, etc.
❑ Complete all pages in the application package. When in doubt…fill it out!
❑ Avoid missing forms…if you have ANY questions about what forms are needed, call GPAgency.
❑ Include replacement forms if the proposed insured has ANY insurance in force with another company.
❑ Provide the correct social security, phone, and driver’s license numbers. Incorrect information can delay MVRs, inspection reports, and data verifications.
❑ Dates on all forms and checks need to be the same!If not, applications/payment may be rejected by the carrier.
❑ Avoid incorrect/no signatures… agent, client, and policyholder must sign EVERYWHERE indicated.
❑ We are happy to order your paramedical requirements for you for life and DI cases. If you choose to coordinate the exam, please indicate in your cover letter the name of the authorized paramed company. Also, make a request to the company to provide GPAgency with a copy of the results.
SUBMITT ING AN APP
15
We Have Options for Apps!
1) Submit an e-App through our website.
2) Submit a paper app to GPAgency: mail, email, fax, drop off.Note: We will scrub the application to make sure it is complete.
3) Submit a drop ticket through our website, which means the carrier will follow-up with the client to complete.
4) Utilize our GPEZ program. For a $50 fee, we will complete your client’s application on your behalf, which includes contacting your client and collecting the needed information.
Keeping You Posted!
➢ Once your app is submitted, the assigned case manager will monitor it closely. ➢ Once a week you will receive an automated email update on your case.➢ You can check the status of your case 24/7 via our website: Case Status.
For a detailed outline of the application submission process,
please see the Appendix at the end of this guide.
R e v i e w i n g
a n e - P o l i c y
When it’s time to review an e-policy, you will receive an email with a link. You can access the e-policy via the link or through the PolicyExbutton located on the New Business page of our website.
PROCESSING THE APP
16
Step 6GPAgency Prepares
the Application for
Submission
(1 week)
▪ Your GPA case manager will review the application for missing forms,
unanswered questions, etc., and contact you if there are any concerns.
▪ Your case manager will order a paramed exam. The examiner will contact
your client within 48 hours. Note: If you prefer to order the paramed, state in
your cover letter that an exam has been ordered and provide the vendor’s
name and phone number. (For LTCi, the carrier assumes this role.)
▪ Once the application is in good order, your case manager will submit it to
the insurance company. Note: If the submission requirements are not
received within a week, the application will be returned to you, the agent.
Step 7Application Prepared
for Underwriting
(Varies with Client,
1 to 8 weeks)
The insurance company will assign a policy number, review the application for
completeness, order inspection reports, and await the paramed results. They
may conduct a phone interview with the applicant.
Step 8Underwriting Reviews
Application
(1 to 2 weeks)
▪ Underwriters will review the application, paramed, and lab results.
▪ They will identify any forms, questions, details, or medical records needed
to complete their evaluation. They may request an interview with your client.
Temporary Insurance only remains in effect for 60-90 days during underwriting.
Step 9Obtaining Pending
Requirements
(1 to 8 weeks)
If no requirements are pending, go to Step 10. If requirements are pending:
▪ You will need to submit any pending requirements or forms. Please call the
GPA case manager with any questions or concerns.
▪ If medical records are ordered, we suggest that you advise the client to
contact their physician to help expedite the process of releasing records.
NOTE: Most physician offices use a third-party vendor to copy their records.
Sometimes vendors only visit the physician’s office once a week. Also, most
require a prepayment check before processing; this retrieval process is handled
by an APS vendor contracted by GPA. (For LTCi, the carrier assumes this role.)
Step 10Approval
(3 to 5 days)
▪ If the application is approved, it will be sent to the insurer’s issuing
department, unless it is approved other than applied — in this case, GPA will
contact you to discuss the best solution for the client.
▪ If there is a pending companion case, the insurance company will hold the
approved case and issue the two together once both have been approved.
▪ If not approved, you will be notified immediately.
Step 11Policy Issue
(Will vary)
▪ Once the policy is issued, it will be mailed to you, the agent.
▪ You and the client will have a specified time frame to complete and submit
all pending delivery requirements to the insurance company before the
policy is activated. If the requirements are not received within this time
frame, the insurance company codes the case as “Closed/Not Taken.”
Step 12Commission Payment
(3 to 10 days)
Once the policy is in force, commissions will be paid by the carrier based on their
schedule and as-earned according to your client’s premium payment mode.
Most carriers require direct deposit of premium.
T IPS TO PREPARE FOR
YOUR MEDICAL EXAM
17
✓ If you smoke cigars or chew tobacco, avoid doing so at least two weeks prior to the exam. Some
carriers will offer preferred rates if no tobacco shows up in the urine specimen, even when occasional
use is admitted on the application. Note: Do not smoke cigarettes within 30 minutes of the exam.
Smoking tends to constrict the artery walls and elevate blood pressure.
✓ Avoid foods high in salt for 3-4 days prior to exam, may improve blood pressure reading.
✓ Refrain from drinking alcoholic beverages for at least 24 hours prior to the exam
(can increase fat in blood and liver functions).
✓ Avoid a strenuous workout 24 hours prior to your exam. It may increase liver function tests and urine
protein.
✓ Fast 12 hours prior to the medical exam to optimize lipid and blood sugar results.
✓ Drink a lot of water the day prior to the exam, and a glass of water an hour before the exam.
✓ Schedule your exam in the
morning and get a good night’s
rest.
✓ Take prescribed medication but
avoid over-the-counter
medications, like antihistamines
and nasal decongestants.
✓ If you have an acute illness, i.e.,
the ‘flu’, consider rescheduling the
exam as some acute illnesses
affect the urine and blood tests.
✓ FINAL TIP: Don’t conceal any
documented medical history
– be completely candid with the
medical examiner.
The better prepared you are for your
medical exam, the better your
chances of being approved for the
best rates.
These little things could add up to
a significant savings in premiums!!
Helpful Exam Reminders
▪ Be prepared with a photo ID
at the time of the exam
▪ Wear short sleeves, or sleeves
that can be easily rolled up
▪ Have names of your current medications,
along with dosage and frequency
▪ Have names, addresses, and phone numbers
of any physicians or clinics visited in the last
five years, with dates and reasons for visits
▪ Have health history of immediate family,
including age (or age at death) and major
medical diagnoses
▪ Women should mention to the examiner
if menstruating at the time of exam
(can cause blood in the urine specimen)
▪ Tell the examiner if exercise is a regular activity
and if aspirin or vitamins are taken daily
WEBSITE DIRECTORY
18
HOME PAGE
• Product buttons: Click on these buttons for consumer information
• Upcoming programs:Click on the links for details and to RSVP
• Consumer videos: Click on a video frame to watch. Add a link to your website or include in a client email.
• Insurance headlines: Provides access to all the current insurance news — stay informed!
• GPA news: An archive of our e-Updates & quarterly newsletters
www.GPAgency.com
- About: our backstory- Contact: staff contact list - Carriers: our contracted insurance carriers- Quotes: when you click on Quotes without being
in the Producer Portal, your options are limited
See next page for access to our Portal.
Our website is an extension of our service to you. It provides quick access to quoting tools, carrier forms/e-apps, and marketing resources, helping you sell and submit business with ease. It’s designed as a convenience to you, but we’re just a phone call or an email away if you need assistance.
WEBSITE DIRECTORY
19
PRODUCER PORTAL
PRODUCER LOG-INOur Producer Portal provides full access to our website.
If you are not registered, complete our easy online
registration form. Registration will trigger a confirmation
email. If you don’t see it, check your you clutter or junk account.
→ QUOTES: Life, LTCi, Annuity, Disability
▪ All Products: GPA online quote forms
▪ Life: LifePipe, VitalQuote, WinFlex
▪ LTC: StrateCision
▪ Annuity: Nettrac, Annuity Rate Watch
→ CASE STATUS: See your submitted cases
→ FORMS: Download carrier forms through
iGo. Note: You can also click on the GPA
Resources button for useful tools & forms
→ CONTRACTING/APPOINTMENTS:
▪ Carrier appointment process
▪ E&O coverage providers
▪ AML training
▪ Prelicensing & CE providers
→ NEW BUSINESS:
▪ Submitting business:
iGo app for submitting cases electronically,
PolicyX (DocFast Center for electronic delivery)
& our Producer Guide on submitting new
business (Also, find iGo at the bottom of
any Quote page.)
▪ Forms: the same carrier forms function
that is located under the Forms tab
▪ Underwriting guides
▪ Medical exams: ordering process
(or we can order)
▪ Commission pay dates
→ SALES/MARKETING: Marketing materials,
social media posts, What You Need to Know
series, concepts illustrated, fact finders,
insurance calculators, and more.
PRODUCTS: Life, Income Protection (DI), LTC
Coverage, Annuities — talking points, contracted carriers, What You Need to Know series.
www.GPAgency.com
INSIDE THE PRODUCER PORTAL
GPEZ MOBILE APP
20
Our website (www.gpagency.com) makes it easy to run quotes, submit eApps, download
forms, check case status, and more. And, of course, you can pull it up on your phone.
However, if you are on the move, our GPEZ mobile app makes it easier to access those critical
tools. Below are the app’s features and the next page provides the installation instructions for
your mobile device.
Help!House: Our address
Phone: Our phone numberEnvelope: Email us
CE & Product TrainingOur list of upcoming CE
& Training programs
Case InformationCheck case status 24/7
Need a Form?Select & download carrier forms; access sales & marketing tools
Submit eApps & Drop TicketsiGo
Click when you are ready to apply
Fillable Data FormUse this generic form to collect
info for an eApp; includes HIPAA form
Life: Term/Perm/LTC HybridLimited DI, LTC & Annuity
WinFlexRun quotes and generate compliant illustrations, which can be emailed
GUL & More Term RatesVitalQuote
Obtain rates from carriers that don’t subscribe to iPipeline
Easy Term Quotes & ApplyLifePipe
.Min. info: age, gender, term length,
death benefit, health class
.Get quotes from 20+ carriers
.“Apply” to complete an iGo app
GPEZ MOBILE APP
21
First, if you haven’t already, please register for access to our website:
www.gpagency.com. Then, make sure you have your username and password on
hand as you will need them the first time you log into the app, assuming you click
“Remember” to retain this information.
Then, pull up our website on your mobile device: www.gpagency.com.
Then, complete the app installation based on your phone type:
You’ll see this pop-up
message. Note: It may not
appear on some Androids;
just follow directions
below to install app.
Install on iPhone
Instructions are for Safari
1. Tap the Share icon:
2. Scroll down until you see Add to
Home Screen icon and tap on it:
3. In the upper right-hand corner
click the blue word “Add”.
Install on Android
Instructions are for Chrome
1. Click the Action icon top right:
2. From the dropdown menu, select
“Add to Home Screen”.
3. When the screen says, “Add to
Home Screen” click “Add”.
4. The mobile app icon should now be on your mobile device’s home screen.
5. Click the app icon and enter your username and password. If you do not
remember your username or password, click the “Forgot Password” button.
You will be prompted to enter the email address or username, and a
password reset link will be sent to your email address. Check your “junk”
account if you don’t see it.
If you have difficulty loading this app, contact [email protected].
BACK-OFFICE SUPPORT
▪ You’ll always be greeted by a live voice when you call during business hours,
not an automated system. We even offer live chat through our website.
Office Hours: 8:00 am – 5:30 pm, Monday – Thursday (3:00 pm on Friday)
▪ After completing our initial contracting packet, we will coordinate your carrier
appointments as needed.
▪ We assign a case manager to each case. They will provide full-service case
processing and oversight from application to policy issue, keeping you
updated throughout the process – you can also check the status of your cases
through our website. We will schedule your clients’ paramedical exams, unless
you prefer otherwise.
▪ You can count on us to be your advocate when it comes to underwriting
difficult cases.
▪ GPEZ Concierge Service – If you’re tight on time, let us help!
For a $50 fee per case, we will complete, on your behalf, your client’s
application for fully-underwritten life coverage. This includes contacting your
client by phone and collecting all the needed information. Contact us for
details.
▪ We will provide claims assistance
and help resolve customer service
issues, as needed.
22
PREMIER SALES SUPPORT
How can we help you with your marketing and sales efforts?We are here to run illustrations and help you find the best fit for your client. Have a substandard case? No problem, it is our specialty.
Not comfortable explaining a particular product? Contact us! We’ll not only pull together marketing materials to make your job easier, but assist you with your presentation, if needed. Bring in your client for a meeting or schedule a phone or video conference.
Promotion/Communication: Need PDFs, social media, embeddable videos, embeddable financial calculators, etc? Contact [email protected]. To view our library of fully customizable PDFs (we will revise for you), log into our Producer Portal > Sales/Marketing and click on the photo under the title Library of Consumer Marketing. For social media posts, click on the Social Media Posts button. You can also follow us at www.facebook.com/GPAgencyBrokerage and re-post our consumer posts.
If you need specific carrier materials, we can locate them for you. Need assistance with developing customized artwork for a marketing flyer, an ad, a poster, a PowerPoint presentation, etc.? We can do that in-house at no charge. Additionally, our home page includes consumer information — click on the corresponding product button.
Professional Development: The more you know, the better you can serve your clients and the more you’ll sell. On a regular basis, we offer a variety of carrier programs, educational seminars, and CE classes (most free of charge). We will notify you by email of these programs as well as post them on the home page of our website. Additionally, we will send you periodic updates on industry and carrier news.
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MEET THE TEAM
(919) 834-7937 / (800) 283-TERM (8376)unless otherwise noted
Chris Carrigan, [email protected]
G P A g e n c y P r i n c i p a l s
Angela Mcilvain, [email protected]
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Sales Support Call GPAgency: (800) 283-8376, unless indicated otherwise
Name/Title Specialty Email Address
Angela Mcilvain, CLTC
Partner, Brokerage Sales
Annuity & Life Quotes/Consult [email protected]
Chris Carrigan, CLTC
Partner, Brokerage Sales
Consultant for all lines [email protected]
Teresa Smith, ACS, CLTC
Sr. Brokerage Manager
Life & LTCi Quotes/Consult [email protected]
Lyman Kiser
Sales Manager
Annuity, Disability & Life Quotes/Consult [email protected]
Marshall Clement, CLTC, LTCP
Dir. of LTC Planning Solutions
LTCi Quotes/Consult [email protected]
(336) 339-0593
Julia Sheppard, CLTC
Sr. Brokerage Manager
Disability & Life Quotes [email protected]
(336) 340-1858
Michael Huffman, MBA
National Sales Representative
Life Quotes/Consult & Onboarding [email protected]
Charlie Boswell, CLU
Director, GPA-South Carolina
Product Quotes/Consult for SC Agents [email protected]
(864) 313-6747
Sharon Allan, RHU, CLTC
Wealth Preservation &
Asset Distribution Specialist
LTCi: Hybrid Life, Life, Linked
& Standard (individual & group)
Quotes/Consult
(704) 968-7624
Marketing Support
Melinda Barber, MBA, FLMI
Marketing Director
Programs/Events, Marketing
Collateral, Website/Digital Media
New Business
Tanya Wilson Dir. of New Business [email protected]
Michelle Carliles New Business Case Mgr./ LTCi Support Specialist [email protected]
Yvette Wall New Bus. Case Mgr./ Informal App UW Spec. [email protected]
Contract, Commissions, Customer Service
Dawn Narron Accountant & Commissions [email protected]
Christine Barbour Contracting Specialist [email protected]
Lindsey Jenkins Customer Service [email protected]
APPENDIX
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In depth look at DI & LTC
There are major differences between Life, Disability, and LTCi underwriting:
▪ Life is concerned with mortality (how medical conditions will affect life
expectancy).
▪ Disability Income is concerned with morbidity (the frequency and
duration of disability due to medical conditions).
▪ Long-Term Care is concerned with how medical conditions will affect
future functional and cognitive ability, and an individual’s ability to
perform the activities of daily living.
WHY DI?
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More than one in four of today’s 20-year-olds can expect to be out of work for at least
one year because of a disabling condition before they reach the normal retirement age.
For the purpose of Disability Income Protection, “Total Disability” means an individual has been
deemed by a physician to be unable to perform their job due to a sickness or injury.
The ability to earn an income is your prospect’s most valuable financial asset.
Disability Income Coverage is designed to replace a percentage of your client’s income if he or she is
unable to earn an income due to a sickness or injury for an extended period of time.
Common Causes
of Disability
▪ Illnesses like cancer, heart
attack, or diabetes cause
the majority of long-term
disabilities.
▪ Musculoskeletal disorders
are the #1 cause of
disabilities, such as
spine/joint disorders.
▪ Back pain, injuries,
and arthritis are also
significant causes.
▪ Lifestyle choices and
personal behavior that
lead to obesity are
becoming major
contributing factors.
The impact can be
devastating: Nearly
60% of the people who file
for bankruptcy do so
because of a health crisis
— and 62% of them have
health insurance.
Disability Income Sources
Workers’ CompensationOnly 1% of workers miss work due to an eligible job-related
illnesses or injuries. Most causes are not work-related; therefore
not covered by Workers’ Compensation.
Social Security Disability InsuranceOnly 34% of applicants are approved
(77% of these claims are initially rejected)
Employer/Group Disability CoverageDo they know how it pays? Is it portable?
Note: In 2014, 33% of workers in the private industry
had long-term care coverage.
Other Uses for DI
▪ Business Overhead Expense (BOE)This coverage is designed to reimburse small-business owners for
normal and customary expenses necessary
to maintain the business when impacted by a disability.
▪ Buy-Sell AgreementA written agreement between the insured and the business
entity/owner that covers the purchase price, valuation method,
and transfer of the insured’s ownership in the business in the
event of the insured’s total disability.
▪ Group LTCAs companies compete for top talent, the benefits offered to
employees are key to attracting and retaining the best people.
Group LTC typically offers streamlined underwriting on the
group and is evaluated as a whole.
DI PLAN CONSIDERATIONS
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A strong base plan with built-in benefitsStart with a competitively priced policy with a wide range of outstanding features.
Flexible enough to align with the client’s present and future needsWhat optional riders are available? Maybe your client wants their coverage to increase as their income
grows or benefits that keep pace with the cost of living, etc.
A company known for strength and stabilityThey may not need to use their coverage for 20-30 years, so they’ll want to evaluate
a firm’s long-term viability by looking at its track record of financial strength.
Benefit AmountMost policies cover between 50% and 70% of the insured’s current income, typically 60%.
A monthly amount is paid, up to a maximum amount as defined by the policy.
Elimination PeriodThis is the amount of time the insured is required to wait from the onset of a qualified disability until
he/she is eligible to receive benefits. It can vary from 30 days to a year, but is typically 90 days. The
longer the elimination period, the lower the premiums.
Benefit PeriodThe number of years benefits will be paid, typically 2, 5, 7, 10 years, up to a particular age, typically in
the 60s. The longer the benefit period, the higher the premiums.
Optional RidersReview the optional riders: inflation protection, student loan payments, retirement savings, etc.
Definition of Total Disability True Own Occupation: Unable to perform the main duties of THEIR OCCUPATION.
Any Occupation: Unable to work in ANY occupation.
Tax-free IncomeWhen your client pays for his/her DI plan with after-tax dollars, any plan benefits paid
will be tax-free (according to current IRS regulations).
Policy Protection Noncancelable: A policy cannot be cancelled, except for nonpayment of premiums
and can be renewed every year WITHOUT an increase in premium or a reduction in benefits. Guaranteed Renewable: A policy cannot be cancelled, except for nonpayment of premiums and
can be renewed every year. However, the insurer has the right to increase premiums as long as it does
so for all other policyholders in the same rating class.
Coordination of BenefitsMost insurance companies will coordinate plan benefits with other disability plans available to the
insured, whether purchased or available through an employer/association. If applicable, we suggest
the maximum benefit allowed be reviewed in advance of purchase.
QUALIFY ING FOR DIT h r e e e s s e n t i a l q u e s t i o n s
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The disability application process is very similar to the life process. The only difference is you need to
provide the client’s occupation, salary, and duties, and indicate whether he/she has current individual
disability coverage or group coverage through their employer.
For a DI quote, go to our website, click on Quotes > Disability. Complete and submit the fillable online
quote request form.
1. Will the client qualify based on the carrier’s health requirements?
You’ll need to collect the same health information required for a life insurance policy.
2. Will the client qualify financially?
The client must be able to verify earned income for
the past two years as follows:
· Employee: W-2 and IRS 1040 or paycheck stub
· Sole proprietor: IRS Schedule C and IRS 1040
· Partnership: IRS 1065 and IRS 1040
· C-Corp: IRS 1120 and W-2
· S-Corp: IRS 1120 S, IRS 1040 and W-2
The client must be able to document unearned
income from investments, rental properties, royalties, etc.
Does the client have current in-force DI coverage?
If yes, is it individual or group? What is the monthly benefit?
Is it taxable? Is there a cap?
3. Will the client qualify based on his or her occupation?
What is the client’s job title? Describe daily tasks performed
on the job.
- Does he or she work in an office? Is it in the client’s home?
If so, what percentage of time is spent outside of the home conducting business?
- Is it a managerial, administrative, technical, sales or other position?
- Does his or her job involve physical or manual labor?
- Is travel involved?
- If the client is self-employed, where is his or her office?
Does the client work full-time and 30 or more hours weekly
(min. required to qualify for coverage)?
• If employed and paid monthly,
weekly or hourly, earned income
is W-2 wages after pre-tax
deductions.
• If paid on commission
(through a W-2), earned
income is W-2 wages after
pre-tax deductions less renewal
commissions.
• If paid on commission
(through a 1099), earned
income is pre-tax net earnings
less renewal commissions.
• If business owner or
professional in private practice,
earned income is the amount
remaining after expenses, such
as rents, depreciation, utilities,
transportation, inventories, etc.
Provide the amount on Line 31
of IRS Schedule C.
WHY LTC INSURANCE?
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70% of people turning age 65 will need LTC services
at some point in their lives;
nearly 41% of LTC is provided to people under age 65
(U.S. Department of Health and Human Services).
Potential causes: Multiple Sclerosis, Parkinson’s disease, brain tumor,
spinal cord injury, stroke, cognitive impairment, advanced age, etc. —
unfortunately the list goes on.
Long-term care is a range of services to assist with the personal tasks of everyday
life, sometimes called activities of daily living (assistance with eating, bathing,
dressing, toileting, etc.), which can cost up to $50 per hour.
“Medicare doesn’t cover long-term care (also called custodial care), if that’s the
only care you need. Most nursing home care is custodial care.” (Medicare.gov)
Medicare and/or private health insurance typically only cover medical and
hospital bills and not long-term care services.
The cost of long-term care varies based on the care setting, geographic location
of care and level of care required, among other things. On the home page of our
website, click on the Long-Term Care Coverage icon to access Genworth’s Cost
of Care Survey tool, which you can use calculate the cost of long term care
across the U.S.
LTCi MARKET ING
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▪ In most states, insurance agents who sell, solicit, or negotiate Long-Term Care Partnership
policies must complete an initial 8-hour LTC Partnership CE course, and then a 4-hour LTC
Partnership Review CE every 2 years thereafter.
The requirement for Partnership CE is different from general CE. It does NOT coordinate
with your birthday, rather, once you complete your initial 8 hours, you must complete a
4-hour review within the next 2 years to remain current. For example, if you completed
your initial 8-hour LTC Partnership on August 11, 2017, you will need to complete your
4-hour LTC Partnership review by August 11, 2019, to remain compliant.
Note: We have discovered that some carriers now require this CE be precertified by
ClearCert, for example, to sell John Hancock’s LTC rider.
▪ The following materials must be presented to potential LTCi clients:
⧠ NAIC Shoppers Guide (on our website under Forms/GPA Resources)
⧠ An Outline of Coverage
⧠ Medicare & You, if your client is age 65 or older (on our website under
Forms/GPA Resources)
▪ Please inform your clients that a Personal Assessment or Face-to-Face Interview may be
requested. A licensed health practitioner (such as a nurse or social worker) will visit the
prospective insured to discuss daily activities, review past and present health conditions,
and assess cognitive abilities. A telephone interview may be requested to review the
accuracy of the client’s application.
▪ Important Note: Producers and financial planners are being sued for not having
documentation that they offered LTCi to their clients. Thus, we have adopted a form to
help producers prevent the risk of being sued by people's families when their parents
decide not to buy LTCi. It is called the Long-Term Care Insurance Coverage Waiver,
located on our website under Forms/GPA Resources.
▪ For an LTCi quote click on Quotes > Long Term Care. Complete and submit the fillable
online quote request form.
LTC PRESCREENING
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When prescreening potential LTC insurance clients to determine what rating they might
receive and/or which carrier is best, you should start with the following four questions:
1. What prescriptions have you taken in the last 12 months?
Request details: reason, dosage, frequency, duration of use, prescribing physician
2. What specialists, besides your primary physician, have you seen in the last
5 years? Request details: reason/outcome, specialist’s name/address
3. Height and weight?
4. Tobacco usage? If former smoker, date cessation began.
Asset Guidelines
People should consider Long-Term Care insurance if they:
• Have assets in excess of $75,000.
• Have an annual retirement income of at least $30,000 (a couple)/$25,000
(an individual).
• Able to make the premium payments without the need to make lifestyle changes.
• Can absorb possible premium increases without financial difficulty.
Additional Suggestions:
▪ If the client’s responses reveal any concerns, consult the carrier’s Underwriting Guide.
▪ Request a prescreen inquiry with the carrier to assess your client’s insurability/
likely rating. You can submit a copy of the carrier’s response with the application.
▪ As with any insurance application, we recommend a cover letter. Underwriters state that only
one out of 50 applications has a cover letter and it can often tip the scales from a decline to
an offer. A good cover letter helps personalize the application and should include any positive
lifestyle activities, i.e., “Jane is a business owner, active at her church, likes to garden, travels,
plays in the local chess club, works out at the gym, spends time with her grandchildren…”
LTCi PROCESS ING
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THE INS AND OUTS OF LTCI PROCESSINGOne of the biggest challenges in selling Long Term Care insurance (LTCi) is understanding the
differences between processing Life insurance and processing LTCi, which is a health insurance
policy. The points below should help define the ins and outs of LTCi processing.
Long Term Care insurance is NOT like Life insurance:
APS ORDERING: Agents are not permitted to order the Attending Physician Statements (APS) as
they are with Life insurance. The carriers will order their own or instruct GPAgency to order the APS.
The underwriting process for LTCi may include a telephone interview, face-to-face interview,
parameds, and necessary consent forms. If not properly completed with the client’s signature, the
carriers will stop the process.
CASE SHOPPING: Long Term Care insurers will not “shop” a case. In other words, we cannot send an
informal (trial) request to several carriers to obtain the most favorable underwriting. We are,
however, familiar with our carriers’ underwriting criteria, and will suggest who we think may
consider your client’s health risk. Few options exist, however, as carrier underwriting is similar.
HEALTH RATINGS: Substandard ratings are limited, with many carriers only issuing policies without
any additional ratings. These carriers will not consider flat extras or table ratings to approve an
applicant they feel is likely to submit an immediate claim against the company, nor do carriers
make table-rated offerings.
INFORMATION TRANSFER: LTC insurance carriers will not transfer information to other carriers upon
request (Life insurance carriers will). However, some carriers may notify the Medical Information
Bureau of any declines.
POLICY REPLACEMENTS: LTCi replacements in most cases will result in significantly reduced
compensation under most circumstances. When replacing coverage please make sure it is in the
best interest of the client.
PREMIUM SUBMISSION: Some LTC insurers require premiums to be submitted with applications to
bind coverage. Other insurers do not require premiums but the application is not bound. Contact
GPAgency for more information.
TRAINING, TAX ADVANTAGES, AND LIABILITY:
The majority of states now require LTCi-specific Continuing Education credit or Long Term Care
Partnership Training. LTCi offers potential tax advantages to the business market and individuals. A
potential liability may exist if an agent fails to offer Long Term Care insurance for protection of a
client’s assets and financial plan.
UNDERWRITING TIME: Underwriting LTCi may take longer than Life insurance because the carrier is
evaluating morbidity and/or mortality issues. Expect underwriting to take 6 to 8 weeks unless
submitted under simplified issue. In addition, some carriers now require parameds and an APS for all
applicants.
GPA: Committed
to Your Success
T H A N K Y O U .
W e a p p r e c i a t e t h e o p p o r t u n i t y
t o w o r k w i t h y o u !
▪ Earn top commissions – at least street-level or higher!
▪ Reduce your overhead & administrative burden with
our back-office support
▪ Expand your reach & better serve your clients with access
to 50+ top-rated insurers
▪ Benefit from timely, expertly-crafted case design
▪ Increase your impact with personalized sales/marketing support
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